Establishing and Selling Value

Description

Establishing and Selling Value

The third and ne plus ultra of Alan’s Australian tour, his keynote for the Australian Professional Speakers Association. A wildly entertaining, highly pragmatic, and surprisingly poignant hour, perhaps one of the best Alan has ever delivered, prompting Ian Berry, the president of the association, to cite Alan as “one of the 20 best speakers in the world.”

How to ignore impediments and focus on value

Why perception is reality and how we create it

Pushing back with the buyer

Using emotion as well as logic

Building partnerships

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